Sales Strategy

Some sales reps have the knowledge and skills to be top performers, but they still aren’t hitting quota. That’s where BQ comes into play. A person’s behavioral quotient determines how they show up and get the job done. BQ is fueled by thoughts, which turn into feelings, which dictate actions, and result in performance. BQ is what determines a rep’s success. This session discusses how to fuel BQ.

You will learn:

1. The top 10 knowledge and human-based skills that reps must have to become top performers.
2. The 3 motivational styles and how each fuels BQ; altruistic, intrinsic, and extrinsic.
A breakdown of BQ, how to benchmark yourself, identify the gaps, and make a plan for success.

Alignment between Sales and Marketing is potentially the largest opportunity for improving business performance today. When sales and marketing teams unite around a single revenue cycle, they dramatically improve sales productivity, marketing ROI and, most importantly, top-line growth.

Join this Webinar to hear how the Pardot marketing team used Pardot's B2B Marketing Automation platform + Salesforce Engage to put the power of marketing automation in the hands of our sales reps.

During this live webinar you will learn:

How to create marketing-approved sales campaigns that will generate more leads
Close more deals and maximise ROI
Achieve sales and marketing alignment

Spend a day in the life of top sellers or business developers, and you’ll likely find a common theme. They invest their time in the right prospects, clients, and sales activities. Your sales productivity becomes even more important in professional services, where you’re balancing business development with client delivery.

How do you determine which prospects, clients, and sales activities to invest in? What will move your book of business, practice, or sales territory forward most quickly? Having the right sales plan will get you there.

In this session, you’ll learn:

1.The sales plan elements you need to focus on that will grow your book of business, sales territory, or practice.
2.How to successfully choose verticals and become known (Even if you work within a defined territory or practice.)
3.The activities that will keep your sales plan from gathering digital dust.

The terms Sales Enablement and Customer Experience are super trendy right now... but how do you practically apply them to your business to achieve revenue growth? In this session, Melissa Madian will be joined by the Founder of DesiredPath, Kia Puhm, to provide some real talk on common mistakes made in your customer’s journey, how to combat them, and how to enable your sales functions to create a fabulous customer experience.

You will learn:

1.What mistakes you are making in your customer’s journey.
2.How to easily avoid those mistakes by getting into the head of the customer.
3.How to create situational awareness for your revenue-generating functions.

Digital Industry is fundamentally altering the dynamics of the industrial and infrastructure sectors. The rapid development of digital innovations – most notably the Internet of Things (IoT), cloud, and artificial intelligence (AI) – is radically redefining what is operationally possible while creating a great deal of organizational uncertainty and stress. Becoming defensive in the face of digital disruption will only delay the reckoning. The best strategy is to get ahead of the curve by creating a Digital Industry strategy that reflects the changes coming to your industry.

Join leading Digital Industry practitioners as they help you understand the latest digital innovations and what they mean for organizations in the energy, manufacturing, transportation, and infrastructure arenas.

Insights Partner Leif Eriksen will be moderating a roundtable discussion with other thought leaders including David Lafferty, President at Scientific Technical Services and Doug Harp, PE, Managing Partner at Momenta Partners.

2020 will be a pivotal year for Digital Industry and understanding what it means for you, your organization, and your industry is critical to success.

Are you ready?

Are you frustrated with sending emails that don't get a response? Do you feel like your messages are not hitting the mark or landing with impact?
In this new webinar, Liz Wendling will help you to identify the sales language that generates interest versus creating resistance. You will understand the importance of language and learn why what you say and how you say it matters more today than ever before. You will have what you need to craft messages that get a response.
Takeaways:
• Understand how specific language either pulls people into you or pushes people away.
• Discover the phrases that suck the power out of your communication and weaken your message.
• Identify that predictable language that causes people to trust you, buy from you, follow you, listen to you, or dismiss you.

Learn best practices for networking to build and grow your business contacts. You will learn how great salespeople build out their connections to support their sales process.

The Whale Hunters Expert Series features video interviews with experts who bring actionable tips, best practices, and new ideas about business development and enterprise sales. Topics are directed at founders/owners/CEOs, sales and marketing executives, and large account salespeople of small and midsize companies that want to excel at doing great, long-term business with very large customers.

This episode features Laura Posey, Chief Instigator of Simple Success Plans. Laura invented the One-Page Strategic Plan, an awesome plan that literally fits on one sheet of paper and covers a whole year. It will change the way you plan, increase your revenue, and make your planning become an active, daily map to guide decision-making in all areas of the business:

You will learn:

1. Why strategic planning is a barrier to so many business owners.
2. The 3 questions that you need to ask to guarantee you hit your goals in 2020?
3. The four things you must do each day to achieve BIG goals.
4. The 5 steps to a perfect one-page plan.
5. How to make your strategic plan useful for every-day sales decisions.

Do you know what executive relationships are needed to land your largest prospect? Have you engaged the full account team to create your strategy for accessing and cultivating your executive sponsor in the most effective way? Is your executive engagement plan working?

You will learn:

1.The steps associated with building a powerful executive sponsor strategy
2.The proven tools that account teams can use to engage senior leaders
3.Why on-going relationship mapping is a fundamental element for your biggest account opportunities
4.The benefits you can expect from a solid executive cultivation plan

Salespeople today spend more time selling in front of a computer screen than in person. Research also shows that inside sales roles are growing 15 times faster than field sales roles.

That means it’s more important than ever for companies to stay ahead of the curve with their teams and their technology. The most effective Inside Sales teams know how to collaborate seamlessly across teams and operationalise their step-by-step sales guides and best practices.

Join this webinar to find out how you can accelerate virtual selling by arming your Inside Sales teams with:

1 - Insights on how to prospect smarter and faster
2 - Integrated tools to eliminate busywork and wasteful admin time
3 - New levels of best-practice automation for scalable & repeatable success

What's Conversational AI and how can it transform my business? How do I get started?

Conversational AI is changing the way people interact with technology. From speech enabled interfaces, through to intelligent virtual assistants and chatbots, it’s becoming increasingly apparent that customers are looking for a more humanlike, natural experience. But creating this type of experience requires more than just simple slot-filling chatbot technology, where users are expected to speak or text in formulaic, rigidly structured commands. Customers want to converse using their own words, phrases and terminology, and expect an intelligent response.

From answering a simple billing query or booking a reservation, to delivering advice on complex topics, an intelligent conversational interface lets your customer ask for exactly what they want to know.

Join Chris Tew, VP Sales Asia Pacific for Artificial Solutions as he discusses how companies can get started on their digital transformation and conversational AI journey today. Then, Alexander Hoffmann, Presales Engineer for Artificial Solutions will live demo a Teneo built solution.

An overview of how the MobiLytix(TM) IRIS offering unifies the retailer and customer's journey

So many to choose from! But which one is best? Which assessment tool will meet the needs of YOUR team?

In this webinar, you'll learn about:
- the various types of assessments most often used for building team effectiveness and strengthening collaboration.
-- How do identify the type of assessment your team needs
-- Best practices for using a team assessment instrument
-- What to do after the assessment for maximum impact

I'll also share my favorites and explain why I like them and what I've seen them do. After all, you want results (not just a fun workshop), right?

Bonus giveaways will include discounts on an assessment you may not have heard about yet. It's a powerful one that everyone who's part of a team should consider!

Part #12 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.
The most successful large account sellers have a kind of secret sauce that’s very hard to come by. In fact, it undergirds almost everything I’ve discussed throughout this series. I’m calling it “business acumen” or “business sense.” It’s a general awareness of how companies make money, what’s going on in the commercial world, how their products and services work in many different environments and industries, what’s new and what’s on the horizon in many different fields. This webinar is about how you can foster that kind of attitude and curiosity in the sales culture of your company.
You will learn:
1. How to grow a sales team of specialists and generalists
2. Lead your team in “looking around.”
3. How to involve your company leaders in a business acumen culture.
4. Sales training activities to develop insightful large account sales execs.
5. Series summary

Sales Management Experts Steven Rosen and Mike Weinberg discuss “How Sales Leaders Can Jump Start The Year”.

What are the 3 things a sales leader should be doing to ensure they can Jumpstart their year?

- What are you finding are the biggest obstacles that sales leaders face to consistently exceed quota?
- What can they do to overcome each of these obstacles?
- What are the top 1% of sales leaders doing to drive sales performance?

Adopting new technology to better deliver for customers

Increasing customer expectations, the constant threat of disruption and on-going regulatory requirements has ensured digital transformation remains high on the agenda for financial services firms. AI is already playing a role in refining customer interactions, with RPA and robo-advice at the fore, but with voice next on the horizon, it is vital that firms stay ahead of the innovation curve.

Achieving outstanding customer experiences, increasing revenue per customer and overcoming common hurdles to adoption.

Hear how financial services organisations are harnessing the power of AI and voice across the sector.

Do you know what the missing piece is to grow and sustain peak sales performance among your sales team? Most Sales Leaders spend the majority of their team development time focusing on teaching or improving sales skills BUT 80% of sales success is based on mindset and ONLY 20% of sales success is based sales skills set. If only 20% of the success quotient is based on skill set - why are we solely focused in that area? We must learn what we can do as Sales Leaders to build a peak performance mindset sales organization so we can achieve maximum sales results!

You will learn:

1. Learn to change the trajectory of the success of your sales team by at least 38%
2. Determine how to maximize each sales team member to their full potential
3. Teach your team to engage in a growth mindset which will propel sales results
4. Learn the key qualities to evaluate to hire team members with a peak performance mindset

2020 is fast approaching and there are effective actions you can take to ensure a better upcoming revenue year. In this presentation, revenue growth expert Christopher Ryan shares proven strategies and best practices for building a foundation for marketing and sales success. Specifically, seven revenue dynamics will be covered, including how to assess where you are at on the revenue growth path. Addressing any one of these dynamics can improve your revenue results, optimizing all seven can catapult your results, and give you great competitive advantage.

Ryan will discuss the lead-to-revenue (L2R) model which consists of all the processes, tools, and people involved in each stage of the buyer’s journey, from initial awareness to close of the business. This L2R model may need a tune-up or an overhaul and the theme of this event is that what got you here may not get you there. To have a better year, we need to take a close look at our existing marketing and sales processes, and then work to improve where necessary to build a foundation for future success. Examples will be shared of companies that have taken these revenue growth steps and achieved great success.

You will learn how to:
1. Quickly determine your place on the revenue growth curve.
2. Evaluate the level of alignment between your marketing and sales organizations.
3. Test and improve your branding and positioning relative to the competition.
4. Discover and plug any sources of revenue leakage.
5. Build a framework that supports consistent revenue growth.

B2B marketers are continuously facing challenges with today’s marketing landscape. According to Econsultancy, marketers on average are using 21 or more digital marketing products. Without one source of truth, B2B marketers are unable to provide personalised interactions, leverage artificial intelligence, and gain actionable insights needed for sales teams to close more deals. However, with the right solution in place, marketing and sales can align to focus on the same goals and drive more revenue for their business.

Join us as we share tips and best practices for finding more leads, closing more deals, and maximising marketing ROI by connecting sales and marketing to grow your business faster.

Learn how to:

Find and nurture more leads with smart digital advertising and powerful marketing automation.
Close more deals by aligning sales and marketing
Maximise ROI with intelligent campaign insights

One of the most common barriers to sales success is communication style bias, and yet it is one of the least well known. In this webinar we will discuss the four primary social styles and how you can communicate more effectively with each, significantly improving your chances of sales success and shortening the sales cycle.

You will learn:

1.The different social styles (communication styles)
2.How to recognize the ‘social style’ (communication style) of the person in front of you
3.How to adjust your own style to improve your communication with that person

There is no one-size-fits-all-strategy for implementing digital innovation, but there are best practices and experiences you can leverage to enable your firm's road to change in the 21st century. Momenta Partners has created a playbook gleaned from practitioner's perspectives on how to best navigate digital transformation, and we'll share our insights with you in this webinar. This webinar is for CEOs and leadership teams seeking insights and actionable intelligence by example.

We will take a look at:

- The steps of a firm's digital transformation journey
- The best approaches to beginning your transformation journey
- Getting your team to embrace digital transformation
- Building a playbook to help you achieve your transformation goals
- Best practices for adoption

Working with limited marketing resources? Size isn’t everything. With the right approach, a small, savvy team can deliver the kind of marketing ROI that many larger Marketing departments can only dream of.

Register for our webinar and learn strategies and tools for optimising your marketing efforts and driving growth. We'll share best practices and let you in on the secrets to the most successful tactics to boost your pipeline.

Join us in our virtual, animated studio for this video webinar to discover how Adobe Document Cloud can help you unlock the power of digital document workflows. You’ll learn how to do the following:

• Obtain accountability and tracking capabilities for every document
• Give your teams the power to deliver paperless experiences to customers on any device
• Create forms in Adobe Acrobat and Microsoft Office
• Automate the storage of documents in Microsoft SharePoint
• Build intelligent document workflows using Adobe Sign and Microsoft Flow
• Ensure better security, collaboration, and organisation within your company.

There will be live Q&A session at the end of the webinar.

La necesidad por la omnicanalidad es más importante que nunca, por lo que en este webinar analizamos qué puede estar frenando su implementación omnicanal y cómo Openbravo Commerce Cloud puede a superar los obstáculos para lograr una venta omnicanal exitosa.

Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?

We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).